Smartmarketingforstartups ctoacademy6-29-2012-120723161435-phpapp02

Some of the Slideshare Presentations that I upload were created by others . All are worth lookng at and studying. I am Stephen Darori on Linkedin. If you think we have some Synergy Now or maybe in the
…

Some of the Slideshare Presentations that I upload were created by others . All are worth lookng at and studying. I am Stephen Darori on Linkedin. If you think we have some Synergy Now or maybe in the Future., Do send me an Invitation to connect on Linkedin. I will never refuse an Invitation.

9.
Marketing begins with a value proposition
Your value proposition is a statement that
summarizes why a consumer should buy your
product or use your service.
This statement should convince a potential
consumer that your particular product or service
will add more value or better solve a problem than
other similar offerings.
Source: Investopedia
http://www.investopedia.com/terms/v/valueproposition.asp#ixzz1rC1IXcRt
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16.
What is your go-to-market strategy?
(more tactical than overall marketing strategy)
• Who needs to know?
• What do they need to
know?
• What do you want
them to do?
• Plan a cadence of
actions
• Consider a 360º
approach
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Awareness
Influence
Motivation
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22.
Value proposition guide
FOR:
NOTES: Each unique “client” set should have a separate chart. Pick one to start. : Think about defining them in a way that might be
searchable in a database or directory.
What characteristics define clients or likely prospects? What is unique about them? Consider attributes that would be searchable in a
database.. What role(s) do they play? What are their titles? Who has the budget, authority, need and time frame for a solution?
WHO WANT/NEED:
What problems do they need to solve? What are the reasons to buy? After we have a list, we can prioritize the list. We may be able to
organize the list according to categories of buyers within each client group.
WE OFFER:
What does MY COMPANY/PRODUCT do? What are the steps in the process? Describe solution in terms that address client needs or
pain points. Use customer terminology (aka the “voice of the customer”). How does it work?
WE ARE BETTER THAN ALTERNATIVES, BECAUSE:
NOTES: List top alternatives, including doing nothing. Who are key competitors? What do they offer? How else can people solve the
same problem?
How is MY COMPANY unique? How is it better than existing alternatives and approaches?
PROOF POINTS:
NOTES: Use statistics and client testimonials, as well as patents and certifications. The results should be defined in terms that directly
address client needs or pain points, using customer terminology and meaningful numbers. If you don’t have actual customers yet,
consider putting together a few scenarios to demonstrate cost savings.
How does MY COMPANY/PRODUCT directly address each pain point? What benefits can clients expect?
rd
What do clients say about how MY COMPANY has helped them? Have any 3 party organizations certified or endorsed MY
COMPANY/PRODUCT?
Can we point to specific examples that demonstrate the impact?
What are the anticipated results and benefits for the target customers
How can you prove the value ?
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